In Sales Process, Sales Training

Donald Kelly, TSE Hustler's League, Sales, TSE

The TSE Hustler’s League is an online group coaching program designed to help sellers of all levels. Each semester, we focus on a theme. And for this semester, we have two tracks – business development and building value.

Check out our first track if your goal is to increase your win rate while if you want to focus on finding opportunity and lead generation, check out our business development track.

In this episode, we talk about the idea of increasing scarcity and how to apply that into your presentation. This is a snippet taken from one of our past sessions over at the league.

Here are the highlights of today’s episode:

How You Can Apply Loss Aversion Inside Your Sales Process:

  • Loss aversion is the human tendency to avoid losing things.
  • The desire not to lose something is greater than the desire to gain something.
  • Take a snapshot of this in your deeper discussion with your prospect and utilize this later on as you present your solution.
  • Utilize the same information to build up urgency or the reason to do something.
  • Tell a story of another client who used the same product or service where they had to lose something to gain more in the long run.
  • As you end your presentation, insert two sentences which you recommend for them to start off with.
  • Tie all this back into giving the buyer the control over his decision-making.

Use of Time-Related Words:

These are some words you can use to increase urgency:

  • Now
  • Fast
  • Quick
  • Hurry
  • Rapidly
  • Close
  • Approaching
  • Never
  • Seconds
  • Again
  • Over
  • Instant

For example:

“When you fix it, you will never see any issues like this again.”

“Your website speed is going to be in seconds. It will be fast and quick.”

Words like these cause the mind the to think urgently about time, thus improving the person’s likelihood of converting.

Be mindful and make sure you’re incorporating words that encourage or push the buyer to think urgently.

Is there something you can do to help the client recognize scarcity and urgency?

Episode Resources:

Check out our Facebook Group, The Sales Evangelizers

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